Table of Contents

• Getting Started as a New Christmas Light Installer
• Strategies for Established Christmas Light Businesses
• Closing the Sale
• FAQ

Getting Started as a New Christmas Light Installer

If you're brand new to the Christmas light installation business, here are some tips to get your first few jobs booked:

Offer Professional-Grade Lights

When providing a "professional Christmas light service," you'll want to focus on using high-quality, interchangeable lights and materials. This includes mini lights for bushes, C9 bulbs for roof lines, and custom-cut wiring. Avoid offering to hang the client's existing lights or taking on any unique, one-off requests.

Price Your Services Competitively

For your first 1-3 jobs, you can charge a bit less (e.g. $5-6 per foot for roof line lights) to get your foot in the door. After that, aim for a minimum of $6 per foot. Also price your wreaths to cover your costs and any potential damage or fading over time.

Collect a Deposit

Always charge a deposit, typically 50%, before installing the lights. This ensures you get paid and the client is committed. You can offer payment plans or full upfront payment as options.

Get the Word Out

To find your first clients, focus on getting the word out through your existing networks and online presence. Reach out to past clients, friends, family, and local businesses. Build a professional-looking website and social media presence. Avoid spending a lot on paid ads until you have some experience under your belt.

Strategies for Established Christmas Light Businesses

If you're an experienced Christmas light installer, here are some ways to maximize your bookings this season:

Follow Up with 2023 Clients

Make sure you've connected with every single one of your 2023 clients to confirm their plans for 2024. Don't let any potential renewals slip through the cracks.

Reconnect with Past Clients

Reach out to any clients from previous years who didn't rebook in 2023. Their circumstances may have changed, and they may be ready to sign up again.

Market to Your Lead Database

Leverage your existing database of leads who didn't book in the past. Offer them a special promotion or deal to get them interested in your services this year.

Communicate Value, Not Discounts

Instead of leading with discounts, focus on communicating the value you provide. Highlight your expertise, quality of work, and any special services or add-ons you offer. Discounts should be used strategically, not as the primary selling point.

Leverage Your Top Closers

Identify the member(s) of your team who are the best at closing sales. Have them handle the majority of your client interactions and quoting process.

Closing the Sale

Online Quoting

When quoting jobs online, use a CRM system to track proposals. Include detailed design photos and line items to showcase the value you provide. Make it easy for clients to pay a deposit and approve the quote electronically.

Over the Phone

When closing jobs over the phone, start by building a connection with the client. Ask questions to understand their needs, then present your services in a way that adds value. Use a consultative approach to guide them towards booking.

In-Person Meetings

For in-person meetings, focus on casting a vision for the client's property. Bring a portfolio of design options and examples. Give them time to ask questions, then close the sale by collecting a deposit.

FAQ

What is your average ticket price?

My average residential ticket price is over $2,000. I price my services based on the value I provide, not just a discounted rate.

How do you handle requests to install the client's existing lights?

I don't offer to install the client's existing lights, as that's not the professional service I provide. Instead, I'll offer to purchase their old lights and provide a credit towards my all-inclusive holiday lighting package.

When do you start and finish your installation season?

In my market, I start installing Halloween lighting in early September, then transition to Christmas lights in late October. I aim to have all installations completed by mid-December, with takedowns happening in January.